AGENDA

8:15am
Registration opens
8:30am
Breakfast, snacks and networking
9:15am
Introduction from the MC
9:30am
MASTERCLASS: PART 1

Cash flow unmasked: (Be) powered by knowledge

Ask any SME what keeps them awake at night and cash flow will be on top of the list. This exclusive masterclass is designed to help brokers understand the fundamentals of cash flow and have far deeper and more meaningful meetings with SME clients.

Working through a real-world case study, the session will:

  • explore the primary drivers and consumers of cash in business and what impact this can have on growth and profitability
  • identify actions that could improve cash flow, including providing lending solutions to meet their short-term needs

By the end of this session, participants will produce a template of powerful questions to use in any SME review meeting, with the objective of identifying business opportunities and conducting a high-value, high-impact meeting.

STUART DONALDSON

Founder and Owner
Banyan Co

11:00am
Coffee break and networking
11:45am
Create your diversified product roadmap

Know your options when it comes to financial products and solutions and how they can work for your individual client’s needs. This interactive session is designed to equip brokers with key information on a range of products and services that cover both the home loan journey and complementary services. It will help you to quickly and efficiently identify where you need to spend your time. You will walk away with one easy-to-use forecast spreadsheet to reference with clients. It will include:

  • Key product/service features
  • What is the time from lead to settlement?
  • Who is it suitable for?
  • How much can I make?
  • Do I need to upskill/educate or is this a pure referral model?
  • What is the catch?
STUART DONALDSON

Founder and Owner
Banyan Co

12:45pm
Lunch and networking
1:30pm
Turn millennials and Gen Z into your lifelong clients

The expectations and preferences of future home buyers look much different than they do today. This session will help you to understand this demographic in preparation for assisting future customers.

  • How do millennial/Gen Z finance habits differ from previous generations and why is this important?
  • Where are they looking for finance?
  • Top five strategies to capture and nurture the millennial/Gen Z opportunity
ASHLEY FELL

Social Researcher and Team Leader of Communications
McCrindle Research

2:00pm
PANEL: Demystifying SME finance
  • An overview of the SME Funding Guide
  • What do you do that’s different?
  • Who are your clients?

Panellists
Alex Brgudac, Head of Partnerships, Prospa
Ahmed Khan, Senior Manager, Strategic Partnerships, Capify
Dan McCarthy, Head of Sales and Partnerships, Sail Finance

2:30pm
EXCLUSIVE MASTERCLASS: PART 2

The SME relationship: Unlocking what business owners want and need

This concluding masterclass will help to transform the language of “finance” into the language of “action”, ensuring that you know how to confidently communicate the knowledge learnt throughout today with your SME clients.

In this session, you will:

  • Create a checklist that covers the critical “wants” and “needs” of SMEs in a relationship with their broker
  • Find out what credit managers are seeking and the pain points with loan submissions
  • Highlight the “banker’s” ratios of choice when analysing a submission (what is the rule of thumb ratio that credit analysts are seeking?)

Participants will walk away with a greater overall understanding of the drivers of
business success and how they can assist SMEs grow their business.

STUART DONALDSON

Founder and Owner
Banyan Co

3:30pm
Closing remarks from the MC